With home buyers, building trust is key.

In a super competitive industry, you can’t just be good at your job — you need something extra to make sure you’re closing deals and staying ahead of the competition. In real estate, we all know what that something extra is: Trust.

For many people, buying a home is one of the biggest decisions of their lives. Whether or not they decide to rely on you depends almost entirely on whether or not they feel comfortable placing their trust in you. That’s why one of the most effective tools you have is your ability to inspire trust. Here are three key ways to build trust with hopeful home buyers.

Stay in touch. For you, any given buyer is just one of many. But for buyers, you are singular. In order to inspire trust, you need to be equally communicative and available for every single buyer you’re in touch with. That means you need to provide information to keep them in the loop, make it easy for them to reach you, and respond to questions quickly. Even if nothing has changed, it’s a good idea to initiate contact regularly just so they know that you’re still available and working for them. An automated email list can make this easier — but only if it still feels personal.

Don’t over promise. Promising buyers the moon may make them happy up front, but if you can’t follow through, that’s an easy way to lose trust. It may sound oversimplified to say that you should build trust by being trustworthy, but being straightforward and managing buyers’ expectations is key to not over promising.

Listen. Staying in touch doesn’t just mean talking — it also means listening! You can’t guide buyers to the home of their dream if you don’t know what kind of home they’re dreaming of. And of course, listening to their fears and concerns can help calm their nerves and remind them that you know what you’re doing. If your clients feel comfortable talking to you, every single part of the home buying process will become easier as a result.

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